How to Succeed Podcast

Latest Episodes:

How to Succeed at Reducing Risk for the Buyer Oct 17, 2022

Show notes

Secrets to Boosting Sales and Minimizing Risk for Your Customers with David Trapani of Sandler

As a salesperson, it is important to be aware of the risks that buyers face when purchasing a property. In this video, we discuss some of the best practices you can implement in order to reduce the risk for your buyers.

Timestamps & Key Topics

0:00:03 Reducing risk for the buyer

0:02:16 The ideal attitude for salespeople in a sales call

0:03:55 Key things to do and when

0:08:58 The benefits of an upfront contract

0:10:26 The benefits of a predictable selling process

0:16:39 Reducing risk in the sales process

0:18:21The power of questions in sales

0:20:00 The perfect day

0:21:38 The power of predictability: how to succeed at reducing risk for the buyer

Key Takeaways

The goal of reducing risk is to make the buyer feel more comfortable with the salesperson and the process. By thinking about the buyer's fears and concerns, the salesperson can take steps to reduce the buyer's risk.
It is important to be more upfront about the sales process, provide more information about the product, or be more flexible in the negotiation process.

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#sales #reducingrisks #risk #salesrisk #buyer #salesprocess

How to Succeed at Gaining Access to Power Oct 10, 2022

Show notes

Are you looking to close big deals?

In this podcast, we share the untold truth about closing big deals. You'll learn how to overcome objections, get more referrals, and increase your closes! It's Wade Rown, Sandler trainer from Chattanooga, Tennessee.

Key Topic:

0:00:03 How to Succeed at Gaining Access to Power

0:02:18 The Power of Self-Awareness in Sales

0:07:01 The Power of Pre-Call Planning in Business Development

0:08:49 Pre-Call Planning for a Successful Meeting

0:10:37 Pre-Call Planning Formula for Successful Sales Calls

0:12:08 The Power of Preparation in Business Development

0:16:21 The Power of an Entrepreneurial Mindset in Sales

0:18:21 The Power of Pre-Planning: How to Make the Right Connections and Achieve Success

Memorable Quotes:

"The first sale really is to the appointment."

"People buy for their reasons, not our reasons."

"We are paid to be professional communicators, and we are not our own audience."

"When our mindset changes in our attitude of mind, body, spirit, and those things are staying healthy, then it's going to drive those proper behaviors that we need to be doing."

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#sandler #sandlerworldwid #closingdeals #closingtips #salesclosing #sales

How to Succeed at Avoiding Common Prospecting Mistakes Oct 04, 2022

Show notes

In this episode of the How to Succeed Podcast, Emily Yepes discusses some common mistakes salespeople make when prospecting for new customers. She explains that a lot of the fear and anxiety around prospecting stems from negative beliefs salespeople have about the process. She also outlines some simple fixes for these mistakes, such as having the right attitude and focusing on the right activities.

Resources:

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Key Topics in this Episode:

How to Succeed at Avoiding Common Prospecting Mistakes
Sales Myths and Misconceptions
The Ideal Attitude for Prospecting
The Benefits of Consistent Prospecting
The Power of Prospecting Cadence
The Power of a Concentrated Cadence in Prospecting
Sales Techniques for the Modern Age
The Benefits of Making More Phone Calls in Sales
Sales Prospecting: Avoiding Common Mistakes
The Top 3 Email Marketing Mistakes to Avoid
The Importance of a Solid Digital Presence in Sales
The Perfect Day for Emily Yepes
The Power of Journaling with Standler Trainer, Mike Kunkle
Sales and Marketing Alignment with HubSpot

Memorable Quotes:

"Closing is not usually the issue."
"Prospecting is often one of those painful topics where we start working with a new customer."
"I think a lot of people struggle with that."
"The other one you mentioned was it was on the working out analogy."
"If you're celebrating your clients, you're telling their stories, you're telling the stories of your prospective clients as well. And that just seems to work a lot better and stand out in that crowd of noise."
"A perfect day for me would be getting to work with my daughter, getting dressed on time, and eating her breakfast."

#sandler #sandlertraining #sandlerworldwide #sales #selling #prospecting #commonmistakes #prospect

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Happy Selling!

How to Succeed at Reading Other People Sep 27, 2022

Show notes

Reading Other People in Sales: How to Influence, Persuade, and Close Deals

Sales are all about relationships. To be successful, you need to be able to build trust and rapport with your potential customers. And one of the best ways to do that is by reading other people.

When you're in a sales situation, reading about other people can help you understand their needs and desires. It can also help you influence and persuade them to buy what you're selling. And finally, it can help you close the deal and get the sale.

Greg Orth is a long-time Sandler trainer from Lancaster, Pennsylvania and he will help us understand why reading other people can help you close more deals!

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Happy Selling!

How to Sell to the Modern Buyer Sep 26, 2022

Show notes

Mike Montague interviews David Mattson, President and CEO of Sandler and author of How to Sell to the Modern Buyer. Dave talks about the new Sandler book and how modern sellers can align with the current reality of selling in a hybrid world. Get the Sandler book, How to Sell to the Modern Buyer, in the Sandler Shop, Amazon, or Kindle.

The best attitude, behavior, and technique on how to sell to the modern buyer
The new book has 52 rules to help you sell to the modern buyer
Be helpful, not subservient
It's ok to disqualify people for some things while qualifying them for others
Sometimes you need to clean out your funnel
Engage, don't hide
You have the power, not the technology
52 rules - one to focus on each week
When what you're doing is successful, don't stop doing it

The How to Succeed Podcast is a public and free podcast from Sandler. SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!

How to Succeed at Recognizing Your Own Behaviors and Triggers Sep 19, 2022

Show notes

Tim Goering, Sandler trainer and expert in drama and trigger conversations, talks about how to recognize your own DISC behavioral styles and your personality triggers.

The DISC model divides people into four main behavioral styles. Individuals are identified as either People-oriented or Task-oriented. They are further distinguished as Reserved or Active. The resulting behavioral styles are called:

If you would like more information on DISC, reach out to a local Sandler Trainer or our Enterprise team for multi-location organizations.

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How to Succeed at Adjusting Your Communication Sep 12, 2022

Show notes

Andrew Wall is a long-time Sandler trainer from Toronto, Canada talking about how to adjust your communication style for sales and leadership success. This is an advanced lesson about DISC behavioral style for the sales profession.

If you would like to learn more about DISC, please contact a local Sandler trainer or our Enterprise team for multi-location organizations.

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How to Succeed at Applying DISC in Sales Sep 05, 2022

Show notes

Learn how to use DISC behavioral styles in your sales strategy to maximize your results.

Contact a local Sandler trainer to get your own DISC profile today!

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How to Succeed at Knowing When to Use An Upfront Contract Aug 29, 2022

Show notes

Upfront contracts are used in Sandler training to describe mutual agreements between buyers and sellers about what will happen next. They are verbal agreements about anything from the agenda for the meeting to the next steps in the buyer's journey. How and when to use Upfront Contracts is crucial.

Let's find out in this episode as Joe Ippolito joined us to talk about this topic so watch until the end of this video.

00:00-00:34 Intro

00:39-03:33 What is an Upfront Contact and when to use it?

04:22-08:35 Common misconceptions about Upfront Contract

08:37-12:11 Behavior for setting an Upfront Contract

12:13-18:20 Techniques for setting an Upfront Contract

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How to Succeed at Raising Your Sales Aug 22, 2022

Show notes

Are you looking for tips on how to raise your sales? Look no further! This video will provide you with actionable advice that you can use to increase your sales and grow your business.

"How does life adversity help you build strength and how do resets help you come back stronger than you ever were before." -Clint Unrau, Sandler Trainer from Winnipeg, Canada

He joined us today to talk about raising your sales and Why having the right attitude boosts your sales pipeline?

Tune in as we go over these topics:

00:00-00:42 Intro

00:44-03:09 How to raise your sales?

03:18-04:14 Ideal attitude and common misconceptions

04:15-07:00 Languishing burnout

07:01-13:58 Behavior, attitude, and techniques

14:21-17:28 Skills needed to learn in raising your sales

21:18- 23:36 Q&A with Clin Unrau

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